Search Results - subject:"Sales Controlling"

Significance and Differences of Marketing and Sales Controlling

Havlicek, Karel; Breckova, Pavla - In: Central European Business Review 2013 (2013) 3, pp. 36-42

failure of marketing and sales controlling means that achieving the aims in the area of customer relations management is … and sales controlling is usually the most frequent cause of a crisis. Therefore, the aim of the article is to describe the … main areas of marketing and sales controlling and its relation to risk management. …

Persistent link: https://www.econbiz.de/10011195432

Sales Management and Sales Communication of SMEs

Havlíček, Karel; Roubal, Ondřej - In: European Research Studies Journal XVI (2013) Special Issue on SMEs, pp. 29-42

This article presents an interpretation of sales process management in small and medium size businesses. Sales management is based on the M-C model built on planning, forecasting and thorough controlling. The process model is based on the theory of management, management accounting and human...

Persistent link: https://www.econbiz.de/10010860241

Sales Management and Sales Communication of SMEs

Havlíček, Karel; Roubal, Ondřej - In: European Research Studies Journal XVI (2013) 4, pp. 29-42

Persistent link: https://www.econbiz.de/10011031797